SaaStr

MARCH 26, 2024

Billion cash Fifth was Logikcull, acquired for $300m cash So it was a good start. And now, I’m going to lose money on deals. It’s OK at some level. It’s OK at some level. It’s part of the model. But now I can see clearly why in some deals, I’m going to lose all my money.

Contract 113

Contract Start-ups Closing 113

Partners in Excellence

APRIL 16, 2024

We’ve got to move deals through our pipeline. Far too few cross it, though most intend to. The good news and the bad news is, we aren’t unique–that is, this seems to be the human condition, whether we look at it individually, or organizationally. In fairness, we underestimate what it takes to change.

Cross-sell 112

Cross-sell Pipeline Meeting Presentation 112

Adaptive Business Services

FEBRUARY 28, 2024

It was a modified version of the Xerox Professional Selling Skills (Xerox PSS) program although we did not sell copiers at that time. As you might guess, given the decade, it was heavy doses of handling objections and closing the deal. Closes”, by nature, have always seemed to be adversarial to me. It was a test of wills.

Closing 71

Closing Sports CRM Consult 71

Hubspot

MARCH 25, 2024

Here it is: Prospects aren't always easy to deal with. So to help you get a sense of the kinds of buyers you need to look out for (and what to do when you‘re dealing with them), we asked some sales leaders for their takes on the most difficult types of prospects to work with and how to engage with them effectively.

Prospecting 74

Prospecting Price Presentation Pipeline 74

Martech

APRIL 30, 2024

And then when it came time to find a real job, he had an immediate need and I came here and started and haven’t left since. Q: What do you like about it? It’s like each day is kind of a puzzle. The piece that has always interested me is solving a unique problem, and being creative about it.

CRM 98

CRM Clients Start-ups Education 98

SaaStr

DECEMBER 23, 2023

Don’t Start Slowly — If You Have Great Deal Flow. Sometimes, don’t even do a deal your first year. But … if you’ve been around, if you know great founders, if you have strong dealflow, if you can already get into great companies … then it’s terrible advice. So we all feel this.

Start-ups 118

Start-ups Pitch Closing Conversion 118

SaaStr

MARCH 22, 2024

Tracy Young , CEO and co-founder at TigerEye, sits down with three CROs to talk about how they navigated the journey to revenue leader. During her time in finance, she did multi-million dollar deals with 12 to 18-month deal cycles. The highs and lows always come, usually involving the people on your team.

Finance 99

Finance Territory Quota Presentation 99

Martech

SEPTEMBER 18, 2023

We spoke at HubSpot’s Inbound conference where he gave us a sales-side view of working with marketing, what tools are important to him, what he worries about and the impact of AI. They also want it to be able to provide career advancement opportunities. What parts of it do you use the most? Q: So who are your customers?

Agriculture 124

Agriculture Territory Construction Manufacturing 124

SaaStr

MAY 13, 2024

I’ve re-learned something about marketing every year working on the SaaStr Annual for 10+ years. What I’ve learned from sponsors at the Annual is that folks that know how to do field marketing well — crush it with 10,000+ SaaS CEOs, founders, VPs, etc. How is this possible? in attendance. The difference?

Quota 79

Quota Pipeline Follow-up Start-ups 79

Martech

OCTOBER 27, 2023

Although it’s not the first to offer IP address protection, “Google appears to be going harder than most of the big players,” said Aaron Grote, VP of digital products at data-driven agency Stirista. That’s huge, and it’s not a thing people are used to dealing with.” Google is moving fast.

Presentation 123

Presentation Niche B2B Technique 123

Adaptive Business Services

FEBRUARY 7, 2024

Let’s get to it! Delay send and drafts in message compose The availability of increased group message send limits Message Sequencing Tips on Managing Deals and Pipelines To recap from previous discussions … deal records are associated with contact records (although they do not have to be) and deal records are placed in a pipeline.

CRM 71

CRM Pipeline Contact Consult 71

Adaptive Business Services

MARCH 13, 2024

Providing that you and your firm are capable of servicing them, high value deals are often much easier to secure than are smaller ones. What makes these deals easier to close? Two reasons … You are typically dealing with a more sophisticated buyer And sophisticated buyers will likely weigh value over price.

Electricity 77

Electricity Price CRM Consult 77

Partners in Excellence

MARCH 1, 2024

We go through nominal discovery, schedule the demo, then say, “If you buy by month end, we can do a deal… ” What we fail to realize is that we are only dealing with the smallest part of the market. And all we want to talk about—or are capable of talking about—are our products and solutions.

Manufacturing 77

Manufacturing GTM Represent CRM 77

SaaStr

FEBRUARY 1, 2024

I knew an SVP at a Top 20 Tech Company, and really as a favor, he told me he’d do a $25k+ deal with Adobe Sign / EchoSign in the early days. I first did my standard demo of our web product, and I was good at it. We had 1 sales rep, so I didn’t see the point of learning it. It didn’t work.

Product 96

Product Engineering B2B Pitch 96

Partners in Excellence

FEBRUARY 15, 2024

” That’s logical, it seems to make sense…………… At least until you start thinking more deeply about it. They aren’t sitting around, twiddling their thumbs wondering what to do with their time, they are filling it with high quality/impact efforts. What about the C players.

Start-ups 108

Start-ups Up-sell Sell Product 108

SaaStr

FEBRUARY 27, 2023

So we’ve done a few good posts on SaaStr about how to steal a customer / prospect from a competitor on SaaStr here: How to Steal a Customer From the Competition (a good one) Want to Steal a Customer From the Competition? But there is one simple thing you can do — enable and put guidelines in place for buy-out deals.

Contract 113

Contract Commission Price Sales 113

SaaStr

NOVEMBER 17, 2023

They are generally looking for good but not great deals. By that I mean, too good a deal on paper at least … then likely the SaaS company isn’t truly a break-out leader. PE wants to invest in leaders, if not necessarily always #1 in a category. So what do they pay on average? What did he find?

Cross-sell 102

Cross-sell Price Growth Closing 102

Partners in Excellence

APRIL 5, 2024

I will probably cap this at about 100 stories. The field of sales provides constant opportunities to learn — about new products, industries, and human behaviors — and many find this aspect of sales to be particularly rewarding. For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.”

Sell 122

Sell Cross-sell Drivers/motivators Education 122

SalesLoft

APRIL 25, 2024

In this three-part series, you’ll learn how a Salesloft AE lands multiple mega deals — from prospecting to selling to power, to delighting them as customers — so you can replicate his success. Once the ink is dry and the contract is signed, what goes through your mind when you actually close a 7-figure deal? These were global deals.

Commission 52

Commission Contract Legal Strategize 52

SaaStr

MARCH 1, 2024

Today, on average that’s about 6x. Not great, but it is what it is. Here’s the chart, and it really visualized the point (and issue) well: You can see that not only have valuations always come down in each round, it’s even more accentuated these days. Hot AI deals are breaking a lot of the classic rules.

Presentation 106

Presentation Start-ups Closing Growth 106

Martech

APRIL 19, 2024

As leaders in this field, it is our responsibility to adapt and evolve. It’s not enough to just comply with regulations. We must always serve the best interests of consumers. It surveyed and interviewed over 500 data and advertising decision-makers at brands, agencies and publishers.

Strategize 115

Strategize Trust Legal Retail 115

Partners in Excellence

MARCH 22, 2024

We are always trying to get others to buy into our ideas or strategies, to do things that are important to achieving our goals, to change and move forward. She always demonstrates her caring in every interaction. ” Why I’m So Interested In Selling It’s all about the “ask.”

Sell 73

Sell Entertainment Pitch Trust 73

PandaDoc

MAY 13, 2024

There’s no doubt about it: understanding customer behaviors and the reasons behind them can not only help you close deals but is a surefire way to keep buyers happy and fulfill the dreams of every sales lead. It emphasizes the customer’s needs, wants, emotions, and motivations. Why does it matter? Is it pure luck?

Closing 52

Closing Legal Real Estate Trust 52

SaaStr

APRIL 17, 2024

It was a difficult, punishing, and rewarding experience. He always said no. But then growth flatlined for a couple of years, and it was time to talk about selling. From the start of the company to a couple of years after being acquired, it was about a ten-year journey altogether. How do these exits happen?

Sell 69

Sell Negotiate Up-sell Price 69

Search Engine Land

FEBRUARY 16, 2024

This year, Amazon’s core belief behind its algorithm remains straightforward. In general, you should think about strategy, not simply tactics. While it may be true, many variables and nuances go into rankings. Targeting the right keywords has always been critical. It’s hard to imagine it was only $10 billion in 2018.

Profit margin 126

Profit margin Promote Campaign Price 126

Martech

JANUARY 26, 2024

Satisfied customers don’t just come for more, they’ll spread the word about you. ICP is more of a big-picture strategic direction or target market and high-potential accounts, while buyer persona is more of the people behind it and closing deals with specific individuals. But why is it so important, after all?

B2B 122

B2B Customers Appointment Objectives and Key Results 122

SaaStr

OCTOBER 23, 2023

Dear SaaStr: Does It Always Make Sense to Say “No” to a Custom Feature If We Have Mid-Market (ACV 20k to 50k+) Customers ? This is not wise advice, it is bad advice in many cases. As long as the deal size is big enough. Because in that case, it’s no longer a custom feature. appeared first on SaaStr.

Customers 90

Customers Product 90

Search Engine Land

NOVEMBER 10, 2023

But when dealing with SEO data, things are not always what they seem. Throughout my career, I’ve seen many pitfalls that marketing and SEO professionals can encounter when dealing with data. So, it is quite normal that your average ranking increases when impressions increase, too. Below are five examples.

CTR 127

CTR Conversion Clients B2B 127

SaaStr

MAY 8, 2024

Q: There’s a lot of chatter about the overall buying environment changing because there is no more zero interest. Exactly as hard as it always used to be,” Jason shares. For folks on social who complain about how hard the market is, most of them aren’t hireable. It was never easy, and the easier times lasted too long.

Quota 86

Quota GTM Price Finance 86

The Lost Book of Sales

JANUARY 12, 2024

There’s a common critical stage in many sales processes that demands your attention and it's about addressing your customer's concerns lingering under the surface. This is something for you to consider before stepping into negotiating and finalizing your complex deal. Others, however, are more sinister.

Negotiate 111

Negotiate Objectives and Key Results Price Clients 111

Search Engine Land

MAY 9, 2024

Your online reputation is what users can learn about your brand within a few seconds. But today, it’s not only about what users might think. We also need to care about AI. In this article, you will learn: How to properly monitor what is said about your brand online across different platforms. Who you do it for.

Engineering 105

Engineering Networking Clients Construction 105

SalesLoft

APRIL 25, 2024

If revenue pros are thinking it, we’re saying it. In Episode 3 in our RevTalks series, you’ll hear the experts define the sales engineering role in their own words, how they think AI will change sales engineering in the future, and what it takes to be a world class pre-sales professional. We’re helping buyers buy.

Engineering 52

Engineering Sales Education Finance 52

Martech

SEPTEMBER 19, 2023

While business development representatives (BDRs) were always associated with sales, more and more companies have started integrating them into their marketing departments. Businesses that have already adopted the model close 67% more deals. But is it marketing or sales to blame? Sounds impressive?

Objectives and Key Results 122

Objectives and Key Results SQL Lead generation Drivers/motivators 122

SaaStr

MARCH 23, 2023

Here's the thing about venture right now Seed stage remains vibrant, similar to any of past 5-6 years Series A and later has gotten over 2021, and is back in market … but … Has moved back to Default No Pacing is far slower because of it — Jason Be Kind Lemkin  (@jasonlk) March 19, 2023 So folks in venture are back to business.

Growth 126

Growth Start-ups Closing 126

Adaptive Business Services

JANUARY 31, 2024

During my career I was a tremendous procrastinator and particularly when it came to delivering bad news to my clients. During my career I was a tremendous procrastinator and particularly when it came to delivering bad news to my clients. Generally, the longer I put it off … the worse the response. They had not.

Transportation 71

Transportation Commission Territory CRM 71

Partners in Excellence

APRIL 5, 2024

Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all. So it remains stimulating and exciting after many years.

Sell 114

Sell Territory Consult Contract 114

PandaDoc

MAY 8, 2024

alone there are about 33.2 Read on as we cover everything you need to know about the SMB sales process, and how your sales team can crush it in the competitive landscape. Read on as we cover everything you need to know about the SMB sales process, and how your sales team can crush it in the competitive landscape.

Objectives and Key Results 52

Objectives and Key Results B2C Legal Government 52